How To Dominate
Your Sales Territory
(For Payroll Sales Leaders Only)

By Glenn Fallavollita, CEO – SellMorePayroll.com | Author | Keynote Speaker

• Word Count: 471
• Time To Read: 1.9 Minutes [Based on 250 Per Minute]

How many payroll services do you compete against on a local, regional and national level? And of those, how many are targeting the same prospects and referral partners as you do with comparable pricing? As we both know, the answers are a lot.

One More Question.

How many of these same payroll services are getting better sales results than you? Most likely, a lot. If they are, it means this: They have a better sales and marketing process than your payroll service.

It Could Be Due To These Factors:

• They have a better sales leader and sales trainer.
• They are better at marketing their business to their database of clients, prospects and referral partners.
• Their salespeople are better trained at asking a prospect and a referral partner business questions not "What's your price?" questions.
• They have done a better job at building a massive database of prospects that are using a third party payroll service; and have done a better job at maintaining consistent contact with them.
• They are better at making a sales presentation.
• They are better at getting referrals from accountants.
• They are better at getting referrals from their payroll customers.
• They are better at prospecting for new business.
• They are better at positioning themselves as a unique and trusted payroll service.

Now Ask Yourself This: How Can Your Payroll Service Do Things "Better?"

One of the simplest things you can do is ask yourself if there is a better way to increase your sales. Here are some questions to help get you and your team focused:

• How can we make our payroll service seem more attractive (awesome and unique) to a prospect and referral partner?
• How can we eliminate some of the most common sales objections from a prospect?
• How can we reduce a prospect's fear of switching to our payroll service?
• How can we reduce an accountant's fear when recommending our payroll service to one of his or her clients?
• How can we do a better job at staying in contact with our database of clients, prospects and referral partners?
• How can we do a better job at staying in contact with a prospect? 

By the way, when you come up with the answers to these questions, and implement these changes, you will oftentimes dramatically increase your sales.

Executive Summary: There are many ways to increase your payroll service's sales; however, the key is to invest 2 to 3 hours in the next several days to uncover them. Remember, your prime selling season is now.

P.S. 90% of the payroll services you compete against will continue to implement the same worn-out sales and marketing strategies; therefore, your market is wide open and it is waiting for your payroll service to dominate it.  

About The Author

Glenn Fallavollita is the President of SellMorePayroll.com, a Division of Drip Marketing, Inc.  He founded Drip Marketing, Inc. in 2002, and serves as CEO, lead copywriter and strategist.  He is also instrumental in developing the curriculum, format and expansion of Drip University - the training arm of Drip Marketing, Inc. and SellMorePayroll.com.  His work, insight and creative talent has been the catalyst for the delivery of more than 35 million e-mail campaigns on behalf of his clients.

To learn how we can help your payroll service increase its sales with our payroll marketing system, visit us on the web at www.SellMorePayroll.com or call us directly at (856) 401-9577.

How To Write An Elevator Pitch
For Your Payroll Service’s Sales Team

By Glenn Fallavollita, CEO – SellMorePayroll.com | Author | Keynote Speaker

• Word Count: 495
• Time To Read: 2.0 Minutes [Based on 250 Per Minute]

If you are a business owner, sales leader or a sales/marketing pro in the payroll industry, you know how important it is to get someone's immediate attention - especially when communicating with a prospect or referral partner for the very first time.

Unfortunately, the majority of sales leaders and salespeople just "wing it" when they are telling a prospect/referral partner (or presenting at a networking event) what makes their payroll service awesome and unique.

If you and/or your staff are falling victim to this same type of approach, there is a very good chance most prospects and referral partners are not able to determine what makes your payroll service any better or different from everyone else.

4 Steps To Writing A Great Elevator Pitch.

• Step 1: Write down all of things that are important to a business owner when switching to a new payroll service. If you are selling to a referral partner, i.e., accountants, write down all of the things that are important to them when recommending a payroll service to one of their clients.
• Step 2: Review your list from step 1 and then prioritize it. If you are the sales leader or owner of your company, let your sales and marketing people vote on what they think the top "buying triggers" are for a prospect or referral partner. Your job is to lead/challenge them on the list, but not dictate what should be on the list.  
• Step 3: Look at the top three to five items that came from step 2. At this point, start gathering/creating your physical sales evidence. Examples are: Client testimonials, accountant reports, a document that states that your payroll service is bonded, etc. These items should support your top buying triggers. Take the same approach to a referral partner's top buying triggers. 
• Step 4. Start writing your elevator pitch. Remember to highlight the top three to five buying triggers.

Another Key Element: The "Wow Factor."

Once you construct an elevator pitch, you need to ensure that it has what we like to call the "wow factor." What is the wow factor? It's when a prospective buyer or referral source says to themselves: 

• "Wow, I didn't know this company did that."
• "Wow, this business can really (save or make us) money."
• "Wow, this person really knows how to solve my problems."
• "Wow, this is a payroll service that I can confidently recommend to my clients." 

Watch This Video On How To Create An Elevator Pitch.

To help you get in the right mindset of writing a powerful elevator pitch, take a moment to watch this video from CBS' MoneyWatch.com website titled "Perfect your 15-second 'elevator' pitch."  

Click here to watch this special video link.

Executive Summary: Whether you need a 15-, 30- or 60-second elevator pitch, the key is to have one that your sales and marketing staff will use consistently; therefore, test them repeatedly to ensure they know it cold.  

About The Author

Glenn Fallavollita is the President of SellMorePayroll.com, a Division of Drip Marketing, Inc.  He founded Drip Marketing, Inc. in 2002, and serves as CEO, lead copywriter and strategist.  He is also instrumental in developing the curriculum, format and expansion of Drip University - the training arm of Drip Marketing, Inc. and SellMorePayroll.com.  His work, insight and creative talent has been the catalyst for the delivery of more than 35 million e-mail campaigns on behalf of his clients.

To learn how we can help your payroll service increase its sales with our payroll marketing system, visit us on the web at www.SellMorePayroll.com or call us directly at (856) 401-9577.